Senior Director, Commercial Strategy

Fortrea is a leading global contract research organization (CRO) focused on delivering clinical development solutions that accelerate the delivery of therapies to patients worldwide. With deep therapeutic expertise, advanced analytics, and a global footprint, Fortrea partners with pharmaceutical, biotechnology, and medical device companies to drive innovation and improve patient outcomes.

The Senior Director, Commercial Strategy plays a critical leadership role in shaping and executing Fortrea’s commercial planning and growth strategy.

This individual leads the Annual Operating Plan (AOP) process and drives data-informed decision-making across regions, segments, and key accounts, ensuring alignment between commercial execution, financial goals, and strategic priorities.

Key Responsibilities

• Lead the design and execution of the Annual Operating Plan (AOP), including a bottom-up target setting approach across regions, segments, and accounts

• Drive market segmentation and targeting strategies to optimize coverage and unlock growth opportunities across customer segments

• Translate data into actionable insights, enabling improvements in pipeline generation, conversion rates, and overall commercial performance

• Partner closely with Commercial, Finance, Incentive Compensation, and Business Intelligence teams to align targets, forecasts, and performance frameworks

• Provide leadership visibility into key risks, opportunities, and performance gaps through analytics and reporting

• Lead cross-functional strategic initiatives to enhance commercial effectiveness and support enterprise growth priorities

Qualifications

• Bachelor’s degree required; advanced degree (e.g., MBA) preferred

• Strong experience in commercial strategy, sales operations, finance partnership, or consulting

• Demonstrated ability to translate data into strategic insights and influence senior stakeholders

• Experience within CRO, life sciences, healthcare, or complex B2B environments preferred

• Proven experience leading cross-functional initiatives and working across global teams

• Excellent communication skills with the ability to deliver executive-level insights

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